The Value of Sales Engineers in the Sales Process with John Care

John Care spent numerous years building world-class Sales
Engineering organizations at Oracle, Sybase, Vantive, Clarify,
CA, Business Objects, and HP Software. He has a BSc with Honours
in Chemical Engineering from Imperial College, London, and is a
former contributing member of the MBA Advisory Council for the
Fox Business School of Temple University, Philadelphia. He has
been published in such diverse media as CIO, InfoWorld,
Touchline, and The Wall Street Journal. He now serves on the
Advisory Boards of several hi-tech startups dedicated to the
Sales Engineering community.


In this episode, John Care, co-author of "Mastering Technical
Sales," joins hosts John McMahon and John Kaplan to discuss the
role of technical sales and how sales leaders can effectively
utilize sales engineers (SEs) to demonstrate customer value and
differentiate their solutions. They emphasize the importance of
building relationships, storytelling, and slowing down to go fast
in the sales process. The conversation also covers the
partnership between SEs and account executives (AEs), the value
SEs bring to the sales team, and the significance of
qualification and preparation before demos and proof of concepts
(POCs)

Tune in to this conversation with John McMahon and John Kaplan on
the Revenue Builders podcast.


HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:03:19] Discussion on what makes a good SE
[00:05:49] Data on the value provided by SEs
[00:07:01] Importance of storytelling for SEs
[00:11:08] The attribute of patience in SEs
[00:20:30] Sales engineers should be seen as partners in the
sales cycle
[00:23:55] Constant communication with the sales engineer is key
for success
[00:28:55] The importance of debriefing after sales calls
[00:35:38] The pros and cons of dashing to the demo
[00:42:03] The importance of qualification before a demo
[00:54:01] The role of SEs in post-sales and consumption-based
models


ADDITIONAL RESOURCES


Learn more about John Care and their
company.
john@masteringtechnicalsales.com
https://www.linkedin.com/in/johncare/
https://www.linkedin.com/company/up-2-speed/


Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ


HIGHLIGHT QUOTES


[00:57:19] "The SE knows more people, that knows where the bodies
are buried, as we like to say, and can actually be the guide for,
a new rep as they come in or a new strategy."
[01:01:26] "If you're an SE who wants to go over into sales,
normally it's better if you go over either into an overlay
position or into a pharma type position, as opposed to, hunter
killers, new logos type accounts."